Of course if everything else is the same, and only the price is different, then price is the key factor.

But even in an age where products are increasingly commodities, all things are rarely if ever equal.

For instance, a Nissan Maxima is a Nissan Maxima, regardless of whom you buy it from.

But I might buy my Nissan Maxima from Dealer A instead of Dealer B because they are a mile closer to my home ? or they offer free loaners when my car is in the shop ? or the salesperson was friendly and didn?t pressure me ? or they had the color I wanted in stock ? or a friend raved about their service department ? even though their price was not the lowest.

After all, if you went to three cardiac surgeons for quotes on the triple bypass you need, and the three quoted, respectively, $10,000, $11,000, and $850 ? would you really buy the $850 operation?

Often a low price is a warning sign to the consumer that there?s something wrong with your product ? and as Don knows, in split tests, higher prices often beat lower ones for the same product.

What do you think? Are customers primarily price driven today? Or are other factors more important in making purchase decisions?

This entry was posted on Thursday, September 22nd, 2005 at 6:19 am
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1,095 responses about “Is Price the Most Important Selling Attribute?”

You hit the nail on the head: My problem is with the statement “all things being equal.”

If you let everything you offer become equal, price rises in the hierarchy of the purchase decision. The more you become an “orange” to “apples” offered in your market, the more price lowers in the purchase decision. Regardless of what you sell.

Companies can become an “orange” through service, packaging, partnering, promotions, etc.

I disagree. Strongly. Price is never the determining factor. There are other factors as well. I’ve written a reasonably extensive article on this very topic, in my search for what seemed like identical product.

I could see the product was identical. I could check serial numbers. But there was something more. It was called Risk. And it had diddly squat to do with price.

In copywriting seminars, I often hold up two oranges and ask the class how they would differentiate orange A from orange B. They always come up with dozens of ideas from free delivery to locally grown to even the smile on the grocer’s face.

Libey says, “All things being equal, customers will buy on price”. That may be true. The problem with that statement is: all things are NEVER equal. There’s always something that differentiates one product from another.

If all things were equal, nobody would buy a Mercedes, a Rolex, or Gucci. Seth Godin would point out that the thing that is not equal is the story each product evokes in the mind of the customer – and that story comes as a result of marketing and copywriting.

Of course, if all things are equal, price is a critical factor. The most critical factor. That’s why we price test.

In direct marketing, the two most important elements to test are the lists and the offer. And the central part of the offer is price. Testing different prices can show enormous differences in response.

But here’s the rub: All things are almost NEVER equal. Even the exact same product won’t be equal if it’s being sold by different companies.

And it’s our job as copywriters to emphasize those differences.

Here’s another twist: As others have pointed out, it’s not always the lowest price. Sometimes it’s the safest price. There used to a slogan (I’m paraphrasing here), “No one ever got fired for hiring Big Blue.” In other words, you won’t lose your job if your hire the more expensive, but more reputable IBM.

I have a friend (another marketing consultant) who believes it is best for him to be the most expensive consultant around.

I haven’t followed his advice yet, but sometimes I wonder.

(I wrote about this subject in an article entitled “Sorry, but your price is too low,” which appeared in the August edition of Inside Direct Mail.)

Legal Marketing Blog said:
September 25th, 2005 at 2:00 pmDon’t Compete On Price – It’s a Loser
Over the years, ABA surveys have indicate that legal fees only get ranked between number 5 to 7 on the lists of top concerns by clients. This fact often escapes lawyers because clients DO COMPLAIN about the cost of legal…

This one falls under “preaching to the choir.” All us marketers agree. Put the issue past a consumer, though, and they’d claim price is important, logic rules…etc.

The real question here should be: What is the perfect price for a given customer? That’s where the rub is. That’s the only instance where “all things can be equal.” All things are equal in the *moment* of purchase (independent of other information not captive in that moment). That’s where people buy, and even with all the best price comparison software/sites available, people pull the trigger for a multitude of reasons that coalesce in the “moment.” This book sounds like nonsense. Great post, though, Bob. Way to stir up the troops.

I have always looked at the price of a product to be the icing on the cake of your sales pitch–and not the cake. If your sales pitch is based on price, then you’ll always not only attract price shoppers but you’ll forever have to compete on that basis. However, if your pitch is based on value, then you can make the case that your high price represents the best value and a steal of a deal. If you base your sales pitch on trust, then you’ll have won a customer for life. I’ll agree that price is a main factor when bidding for a goverment contract. However, I think when it comes to selling specialized information like investment newsletters I believe that the value you offer is a more dominate factor than the price you’re asking.

I agree with you 100% Bob. I still eat cherrios so there is a lot in branding and what is socially acceptable. The oat cicles on the generic isle taste the same, I’ve tried them. But, I still buy cheerios EVERYTIME! I actually the cheapest in a segment and branded or not would be more on target.

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Welcome to our website to obtain more information!Thank you!
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We also accept the mix order and drop ship. Handling all kinds of shipping methods.
such as DHL, EMS,FEDEX, UPS, SODEX,TNT, 3-4 days’ arrival. Online tracking # is available for you.

Dear customers
Welcome to our company china-cheap-sneaker International Trade Co.,Ltd.! We
specialize in exporting various of brand shoes: such as Nike Adidas Shox Max Puma
Gucci hats bags clothes sunglasses watches and jeans etc. All these shoes are A++++ quality
with certificate logo and cards. There are lots of bulk stocks and many styles for you to choose.
We accept the mix order and drop ship. Also,We accept a lot of kinds of shipping methods,such as
DHL, EMS,FEDEX, UPS, SODEX,TNT, 3-4 days’ arrival. Online tracking # is also available .
And what the most important is that we will compensate for the items loss that you can’t get. So,
please don’t hesitate, just contact us for details!We will be your reliable business partner!
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